Regional Head of CGS Sales APR

JOB PURPOSE

To prospect for new clients (directly or through intermediaries) to increase sales opportunities under the Coface Global Solutions (CGS) segment thereby maximizing revenue for Coface.

MAIN TASKS

. Collaborate in the design and execution of the Marketing Action Plan as defined by the CGS Regional Director, including the action plan for CGS targets.

. Build the Market Intelligence in the CGS segment at the Regional level and update the CRM report tool.

. Prospect (directly or via intermediaries) for potential new clients within the allocated sales area and list of targets by cold calling, advertising, Internet mining, social/professional networking sales and networking events or any other means of generating interest in order to transform them into prospects and ultimately into clients.

. Demonstrate product and services to potential clients and assist them in selecting those best suited for their needs.

. Identify new sales opportunities within the existing portfolio of accounts for proposing new products.

. Identify the decision makers within the clients organisations.

. Make telephone calls and in-person visits and presentations to prospective customers.

. Develop clear and effective written proposals/quotations to prospects with the contribution of internal stakeholders: commercial & risk underwriters, account managers, top management.

. Prepare regular forecasts to enable effective sales planning.

. Ensure that the sales potential is fully exploited to achieve annual sales targets.

. Lead the commercial negotiation with prospects and intermediaries up to the signature of contractual documents.

. Prepare the very first phase of the program implementation (draft of Master Agreement, Program Map, internal information...) before passing the implementation project to the program's Account Manager.

. Monitor feedback from clients to measure their satisfaction with company products and services.

. Maintain all required records of sales and any other relevant information to enable performance to be measured and monitored.

. Conduct research to identify market trends, sales and other developments amongst competitors and report back to the appropriate stakeholders.

. Suggest improvements or modifications required to existing products to maintain their competitiveness in the market.

. Work closely with the Commercial Support Functions to ensure a timely and efficient service to clients.

. Supply management with verbal and written reports on customer needs, problems, interests, competitive activities, and potential for new products and services.

. Establish and maintain communication links with other internal departments to identify all sales opportunities.

. Develop, maintain and lever strong relationships with intermediaries in order to increase the number of prospects.

. Participate in external events (trade shows, conventions and professional associations) organised within the Region representing the company in the best light for building new business contacts.

. Ensure prudent Commercial Underwriting of Credit Insurance Business, adhering to Group Standards.

. Take joint ownership of the loss ratio on the portfolio with the Risk department and deliver a profitable result to the business.

. Adhere to compliance standards set by Coface and external regulators.

QUALIFICATION

. University degree in Finance, Business, Economics, Banking, or a related field.

WORK EXPERIENCE

. Minimum 10 years sales experience ideally within a credit insurance, banking, claims or factoring organization in multicultural/international environment

. Strong understanding of trade and experience in managing of multinational key clients

. Experience in management of international sales-related projects

. Proven solution-selling capabilities, strong hunter mindset, and a self-starter who thrives in an autonomous environment.

. Experience executing go to market strategies and managing a disciplined sales process.

. Excellent communication, interpersonal, and analytical skills.